Head - Sales & Commercial Operations

REMOTE

Head – Sales & Commercial Operations

ARDEM Data Services Private Limited

UNIT No B-1/ 5th Floor 504 & 505 DLF MY PAD, Vibhuti Khand Gomti Nagar, Lucknow – 226010, India

Telephone: [phone removed]

Email: [HIDDEN TEXT]

Location: India Remote

Working hours: U.S. Eastern Time business hours

Travel: Potential travel to the United States based on business need and visa eligibility

Reporting: Reports to the VP, Commercial with direct access to executive leadership

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About ARDEM

ARDEM is a managed operations partner supporting U.S. organizations across Finance & Accounting, Utilities, Logistics, Healthcare, Data Operations, and other business processes. We combine technology, disciplined operations, and accountable human oversight to help clients manage critical work with confidence.

About The Role

ARDEM is seeking a proven U.S.-market BPO and managed-services commercial leader to build, operate, and grow our commercial function from India. The successful candidate will own the commercial plan, profitable revenue growth, pipeline and forecast discipline, commercial team development, and strategic pursuit execution.

This is not a hands-off management position. The leader must be equally comfortable building the commercial organization, coaching the team, and personally originating, shaping, presenting, pricing, negotiating, and helping close strategic engagements.

What You Will Own

• Develop and execute the annual Commercial Operating Plan required to deliver a growing multi-million-dollar booked-revenue commitment.
• Own both new-logo acquisition and existing-client expansion, establishing distinct hunting and farming motions, targets, pipeline standards, account coverage, and performance expectations for Business Development Consultants and Client Partners.
• Build a disciplined account-growth program that strengthens executive relationships, identifies cross-sell and upsell opportunities, surfaces commercial retention risk, and converts client needs into profitable additional services.
• Own profitable commercial growth by ensuring new and expanded business meets approved pricing, margin, scope, and cost-to-serve requirements.
• Personally lead selected strategic new-logo and expansion pursuits while coaching Business Development Consultants and Client Partners through active opportunities.
• Build reliable pipeline, qualification, forecast, CRM, account-planning, and performance-management discipline.
• Lead and develop Business Development, Client Partner, Revenue Operations, and other commercial capabilities while aligning Marketing and Solutions/Transition priorities.
• Define target segments, territories, account coverage, qualification standards, opportunity ownership, stage governance, and next-step expectations.
• Lead pricing and commercial strategy for new and expanded business in partnership with Finance, Operations, and Solutions, ensuring opportunities meet approved profitability and risk standards.
• Recruit, coach, and performance-manage quota-carrying commercial talent against clear revenue, pipeline, expansion, and leadership scorecards.
• Provide transparent executive reporting, early risk escalation, and written recovery plans when revenue, margin, pipeline, expansion, or team commitments are at risk.
  
  

Required Experience

• 12-18+ years of relevant commercial experience, including substantial direct experience selling BPO, BPM, outsourcing, managed operations, or transformation services to U.S. organizations.
• Demonstrated ownership of multi-million-dollar personal and team revenue commitments, with a consistent record of achieving targets in U.S.-focused BPO, outsourcing, or managed services.
• Ability to clearly explain whether prior targets were measured as ACV, TCV, annualized booked revenue, recognized revenue, or another defined commercial measure.
• Proven experience hiring, coaching, and performance-managing quota-carrying commercial teams, including addressing underperformance and making difficult talent decisions.
• Demonstrated success leading both new-logo sales and existing-client expansion, with measurable results from prospect acquisition, cross-sell, upsell, and strategic account development.
• Demonstrated success creating qualified new-logo pipeline and winning business, not only managing inherited accounts, renewals, or an established corporate pipeline.
• Experience leading complex, multi-stakeholder outsourcing pursuits involving solution design, pricing, commercial negotiation, executive approval, and meaningful recurring contract values.
• Direct responsibility for revenue and margin performance, including pricing, solution economics, staffing models, cost-to-serve, discounting, and profitable deal closure.
• A genuine player-coach record: personally originated and led strategic pursuits while hiring, coaching, and managing sellers or commercial leaders.
• Experience building or materially redesigning a sales organization, service-line growth motion, forecast process, pipeline cadence, territory model, or account-expansion program.
• Strong executive presence and experience selling to U.S. CFOs, COOs, Controllers, VPs of Operations, Procurement leaders, and other senior buyers.
• Practical understanding of discovery, transformation positioning, solution design, proposals, pricing, negotiation, contracting, transition risk, and recurring managed-services economics.
• Excellent written and spoken English and the ability to work consistently during U.S. Eastern Time business hours.
  
  

Strongly Preferred

• Finance & Accounting outsourcing, finance operations transformation, shared-services, or adjacent back-office managed-services experience.
• Prior ownership of an account, service-line, regional, or business-unit P&L within BPO, BPM, shared services, or managed operations.
• Experience working directly with Delivery, Finance, Solutions, and Transition teams to convert client requirements into profitable, executable managed-services engagements.
• Experience selling U.S.-focused services from India and coordinating distributed commercial, solutions, and delivery teams.
• Experience in a founder-led or growth-stage company where the leader had to build capability rather than inherit a mature sales engine.
  
  

Why This Role Is Different

• Genuine authority to shape the commercial team, operating plan, target markets, pipeline discipline, and growth priorities.
• Ownership of both the hunting and farming engines, with distinct teams and measures for new-logo acquisition and client expansion.
• Direct access to the VP, Commercial and executive leadership.
• A visible leadership mandate tied to ARDEM's next stage of growth, not a narrow territory or lead-generation role.
• The opportunity to build a scalable commercial organization while remaining active in the strategic deals that matter most.
  
  

Application Evidence

Candidates should be prepared to discuss their personal and team revenue targets and attainment for the last three years; how those quotas were defined; two recurring U.S. outsourcing or managed-services deals they materially originated or closed; new-logo versus expansion results; team size, hires, coaching, and underperformance actions; margin or P&L responsibility; and the commercial organization or sales motion they personally built.